Frank M. Wiencek

*** ****** ***** *****

Aurora, Ohio 44202

330-***-****

actwev@r.postjobfree.com

Sales Executive

Growth focused sales executive with 15+ years of success managing a team of industrial sales people including domestic and international sales channel partners. Sales management role includes responsibility for international accounts and direct reports. The products represented include aerospace components & capital equipment. Customer experience includes account management of some of the largest industrial companies including Boeing, Pratt and Whitney, Lockheed Martin, Goodyear, Bridgestone, Michelin, Caterpillar, GE, Alcoa, GM, Chrysler, and Ford. Effective leader who has guided a team of account managers and project teams by implementing plans, setting goals, team coordination, and the execution of long term strategies. Experienced in reading drawings with a good understanding of materials including rubber, plastics and metals including material composition.

Core Competencies

Supervision Strategic Market Planning Global Sales Strategy

National Accounts New Business Development Product Development and Launch

International Sales Executive Level Selling Technical Presentations

Professional Experience

AeroControlex – South Euclid, Ohio (5/2015 – 3/2016)

$200M manufacturer of proprietary mechanical actuation systems used in the aerospace, marine & nuclear markets, subsidiary of $2.7B Transdigm Group.

Business Unit Manager (Sales & Operations), Mechanical Actuators (9/2015 – 3/2016)

Product Line Manager (Sales), Mechanical Actuators (5/2015 – 9/2015)

Team leader for the $30M Mechanical Actuation BU including P&L, R&D, production, quality and new business development. 2 direct reports with engineering manager, planner, quality manager, and production manager as dotted line reports in a matrix organizational structure. Responsible for managing third party distribution by coordination, communication of customer needs, market changes, POS, and inventory levels. Monthly, quarterly, mid-year and year end reporting. Effective in establishing goals to accomplish the 3 main value drivers for the business unit: price, productivity and new business. Contract negotiation of long term supply agreements including price escalation & critical contract clauses. Prepared fiscal year budget, bookings, sales, margin and new business forecasts. Drove new business by establishing targets for sales engineers, marketing materials, product presentations, cost estimates, technical & commercial proposals. Approved pricing to ensure business unit margins are greater than target. Created “lessons learned” program for better understanding of what captures or loses business.

YTD bookings at target, with price metric at .5% above plan due to aggressive price strategy.

Awarded a $1.8M new business program with a new customer in 2/2016. Largest award in the last 15 years.

Established forecasting model & inventory management model to better forecast 3rd party distribution re-order cycle resulting in $500K increase in sales.

Kobelco Stewart Bolling Inc. - Hudson, Ohio (12/2008 – 5/2015)

$30M Japanese manufacturer of equipment for the rubber and tire manufacturing industry, part of $3B Kobe Steel Limited.

Assistant General Manager – Business Development (6/2013 – 5/2015)

Deputy General Manager – Sales and Marketing (12/2008 – 6/2013)

Managed $20M territory, 4 direct reports including 3 account managers. Responsible for growth strategies, market intelligence, business development and expansion in South America and Europe. Studies, analyzes, and prepares reports, strategies, plans and forecasts. Created structure and visibility via implementation of CRM software package that is directly tied to the companies ERP software. Global sales lead for 3 key accounts: Pirelli, Michelin and Continental Tire. America’s sales lead for key accounts: Yokohama, Toyo, Kumho, Hankook, and GITI. Managed and directed the activities of project team members from production, purchasing, engineering, and marketing. Implemented strategies focused on product development, cost down and quality improvement initiatives. Works closely with the General Manager of Sales to ensure sales department direction and goal setting is in line with the goals of the mother company Kobe Steel Ltd.. Coached and developed the sales staff to respond, react, report and focus on customer satisfaction. Implemented customer satisfaction surveys to assist in team evaluation and company preparedness to handle customer challenges and needs. Worked with engineering departments to prepare and deliver technical presentations focused on features and benefits. Implemented long term sales strategy to better diversify the organization by focusing on a non-traditional market. Strategy included focused marketing, technology advancement and customer support strategies.

Sales growth: 114% of target in 2010, 153% of target in 2011, 136% of target in 2012, & 132% of target in 2014.

Established business with industry partner in Brazil & supplied patented components increasing sales $1.1M.

Strategy and plan implemented to better support our major customer globally. Sales increased with that customer 55% from 2010 to 2011.

Profit margin increased 2% from 2013 to 2014 by implementing an aggressive pricing strategy & correct market positioning.

Spare Parts profit margin increased 3% from 2012 to 2013 by establishing correct inventory levels & increasing prices.

Displaced incumbent to secure a long term business contract worth $1M/year by developing a proprietary process to increase the durability of products.

YXLON International - Mogadore, Ohio (2/2001 – 12/2008)

$150M manufacturer of automated industrial x-ray and computed tomography quality control systems.

National Sales Manager – Automotive Products (11/2007 – 12/2008)

Regional Sales Manager – NDT and Aerospace Products (2/2001 – 11/2007)

Managed $6M territory of industrial x-ray product line in North America and to motivate stagnant sales channels. Managed a distributor sales force numbering 22 persons. Challenged to provide highly technical product and software demonstrations to potential end users and business partners thus increasing revenue and customer confidence. Worked with global product and marketing teams to create brand awareness, product differentiation & to gain top market position.

Analyzed existing sales channel partners & implemented a new sales strategy focused on market presence and training to reduce warranty claims. Increased profit margin from 3% in 2001 to 15% in 2007.

Closed largest order in company history at over $13M to Goodyear. Order & agreement was a long term supply contract for multiple systems.

Lead product launch team to introduce new computed tomography technology to the market place. Exceeded first year goal of $1.5M by 50%.

Rewarded as top sales producer in 2003, 2004, 2005 and 2006. Promoted to National Sales Manager of Automotive Products in 2007 and tasked to revitalize sales in that industry. Automotive product revenue increased 20% in 2007.

Coyote Loader Sales Inc. - Hudson, Ohio (9/2000 – 2/2001)

US distributor of compact construction equipment manufactured in Europe and Asia. Represented construction machinery manufactured by Atlas, Schaffer, Gehl, and Fiori.

Sales Manager

Recruited by Owner to manage a sales territory in the Midwest. Challenged to rebuild relationships and improve sales channels. Responsible for direct sales to end users and sales through distribution.

Penetrated cemetery market in Michigan with first ever motorized dumper sale for the company.

Cemetery excavation became the leading market for the company at over $1M in revenue in 2 years.

Under performing dealers were turned in to sales champions.

Sales of construction equipment totaling $500,000 to Louis Gelder and Sons, and D & G equipment.

Industrial Equipment Center - Warrensville Heights, Ohio. (3/2000 – 9/2000)

Ohio based distributor of agriculture and construction equipment from companies such as Toro, Gehl Co., and Alto.

Construction Division Sales Manager

Recruited by Vice President of Sales to start new company division based around Gehl Co. product line. Established parts and service department to handle existing customer base. Managed equipment and accessory inventory. Oversaw staff of 5.

Successful in retaining accounts during distributor change. Equipment sales to established accounts Rusty Oak Nursery, The Tree Farm, Jenkins Maintenance and Site Con totaling $500,000.

Division sales increased from $0 to over $500,000 in less than six months and exceeded ROI goals.

Ohio CAT - Broadview Heights, Ohio. (7/1993 – 3/2000)

Exclusive Caterpillar dealer and construction equipment sales and service market leader in Ohio.

Territory Sales Manager (2/1997 – 3/2000)

Sales Coordinator (7/1993 – 2/1997)

Managed a sales territory covering five counties in Ohio. Direct sales of construction equipment to owner operators and equipment managers.

Top producer for the years 1995-1999.Over $3M dollars in sales.

Increased sales from $100,000 to $600,000 annually in territory.

Targeted and penetrated large accounts such as Ruhlin and Republic Engineered Steels.

Pioneered new program to market equipment to the landscape and garden market which generated 50 new accounts.

Education

Bachelors of Business Administration, Business Management – 1991

Grade point average 3.2 in major coursework

Kent State University - Kent, Ohio

Master of Business Administration, Applied Management - 2013

Grade point average 3.9

Indiana Wesleyan University – Marion, Indiana

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